PROFESSIONAL SELLING AND CONSULTING EVENTS 2016 Financial Consulting Event Hospitality and Tourism Professional Selling Event Professional Selling Event The Professional Selling and Consulting Events provide an opportunity for participants to demonstrate skills needed for a career in sales and/or consulting. Participants will organize and deliver a sales presentation or consultation for one or more products/services/customers. The guidelines for each of the Professional Selling and Consulting Events have been consolidated to facilitate coordination of participant activities in each of the occupational categories. This means the evaluation form will be the same for each occupational area. However, each occupational area will deliver a sales presentation or consultation for a different product or customer described below in the “Products/Services and Target Customer Descriptions” section.
2016 PRODUCTS/SERVICES AND TARGET CUSTOMER DESCRIPTIONS New products, services, and target market customers (prospects) will be identified annually. The participant will research an actual company he/she represents and real product(s)/services(s) to be presented. The participant will also research the business/organization that the product/service will be presented to. Then the participant will present the product(s)/service(s) to meet the needs of the customer (prospect).
FINANCIAL CONSULTING EVENT For 2015–2016 you will assume the role of financial consultant. A client has scheduled a meeting with you because he/she is a new parent and would like your assistance with developing a college savings plan for his/her child. The client would like to learn about the various college savings options available including risks associated with the plans.
HOSPITALITY AND TOURISM PROFESSIONAL SELLING EVENT For 2015–2016 you will assume the role of hotel sales manager. A conference planner is planning a conference with many millennial attendees. The conference planner has scheduled a meeting with you to hear your sales presentation for why your property would be an ideal property to host the conference with many millennial attendees.
PROFESSIONAL SELLING EVENT For 2015–2016 you will assume the role of a sales representative of a website development firm. A local small business owner has scheduled a meeting with you because he/she has a desire to reach current and potential customers and wants to hear your sales presentation to learn how your firm’s website design services can be beneficial to his/her business.
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Professional Selling and Consulting Events consist of two major parts: the cluster exam and the oral presentation. The maximum score for the presentation evaluation is 100 points. The presentation will be weighted at twice (2 times) the value of the exam score. The exam score carries forward into the final round of competition. n Professional Selling and Consulting Events are for individual participants only. n The participant will be given a 100-question, multiple-choice, cluster exam testing knowledge of the Business Administration Core performance indicators and the Cluster Core performance indicators. – Participants in the Financial Consulting Event will take the Finance Cluster Exam. – Participants in the Hospitality and Tourism Professional Selling Event will take the Hospitality and Tourism Cluster Exam. – Participants in the Professional Selling Event will take the Marketing Cluster Exam. – Complete lists of performance indicators are available at www.deca.org. n
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